Comments - When Should You Speak During a Demonstration Drive? - DealerELITE.net2024-03-28T14:43:54Zhttps://www.dealerelite.net/profiles/comment/feed?attachedTo=5283893%3ABlogPost%3A461584&xn_auth=noReviewing the weekly "Top Con…tag:www.dealerelite.net,2015-08-30:5283893:Comment:4619592015-08-30T03:54:34.844ZBrian Benningtonhttps://www.dealerelite.net/profile/BrianBennington
<p>Reviewing the weekly "Top Content" post from DE today, I thought your blog sounded interesting and I read it. I've read you before and commented, but you've never acknowledged it. That's OK, though, as I know you must be a busy guy and I haven't always agreed with you, which also happens to be the case today.</p>
<p>Personally, I think the #1 responsibility of a sales trainer is to encourage a love of selling, and that should include all of the different personality types who want to…</p>
<p>Reviewing the weekly "Top Content" post from DE today, I thought your blog sounded interesting and I read it. I've read you before and commented, but you've never acknowledged it. That's OK, though, as I know you must be a busy guy and I haven't always agreed with you, which also happens to be the case today.</p>
<p>Personally, I think the #1 responsibility of a sales trainer is to encourage a love of selling, and that should include all of the different personality types who want to learn. To begin with, of the 151 views you've had today, I'd bet less than 10% are green peas, whom you seem to be addressing. Fundamentally, I somewhat agree with you, but your observations like "Great salespeople know that listening is much more important than talking during the demo drive" is a real oversimplification. What is said or listened to during a demo drive should be determined in the "getting acquainted with the customer" stage. And, it should definitely take into account the sales rep's personality.</p>
<p>I think the most important goal of a DD should be that it is enjoyable. As to the "husband and wife" scenario, a great way to insure that "Dad" is left alone to drive and "contemplate" the vehicle is to keep "Mom" talking, and that's accomplished by finding something she likes to talk about. My longtime favorite was to instigate a conversation with "Mom" as to how they met. People love to talk about themselves, especially their "victories," and her explaining how they originally "got together" was a winner. When we'd get back to the dealership, I'd ask her how she liked the car, and she'd usually get a surprised look on her face and say "it's great." Obviously, the car wasn't great, nor was I. What was great to her was her "victory" in love. Of course, the by-product of this was her ever-so-slight movement towards buying the car.</p>
<p>I'll tell you David, I've been reading sales trainers here and on ADM and I've yet to read anyone mention the two words that should be the foundation of sales training and every presentation thereafter. Those two words being "Be Yourself." It's almost magical, as when those words are heard and believed, people make a real effort to "be the best that they can be." I appreciate your last two paragraphs plugging your business, but I think you'd find more success if you moved away from the standard and often posted "My way or the highway" philosophy. If you can convince a client his reps won't require a major personality alignment, you might be ahead of the game. </p>
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